Selling with Confidence

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9th May 2019 5:00 pm - 8:00 pm

Selling with Confidence

Sales can be difficult and challenging but it’s essential for your business to obtain and retain new customers. We know we have to do it – but how do we approach potential customers, what do we say, how do we close the deal and maintain the relationship.

These ‘sales’ workshops will be practical and accessible. We are not perfecting our double glazing hard sell techniques but how best to ‘sell’ your products, services and ideas. We want to ensure you are instilled with the confidence to make those all-important calls as no-one will be able to ‘sell’ your products/services better than you.

The two-part workshop will cover the basic sales principles and tips. We will help you identify who you should be calling and the best approach to prospecting for new business. How to prepare in advance, calling techniques, handling objections, qualifying, closing and managing the ongoing customer relationship. We will provide templates that you can use to capture client data and scripts you can adapt.

Before you make ‘that’ first call we will help you develop an approach that will give you more confidence to effectively position and sell your products.

Once you have had the phone call and the client/customer has shown an interest – what do you do next? How do you follow up and keep track of who you have spoken to and what did you promise to do? We will provide you with some simple examples of how to track your progress with each client and a live client pipeline.

How then do you progress the relationship, if you are meeting them what do you need to prepare, what outcome do you want from the meeting? How do you manage the relationship going forward?

Looking to develop your resilience strategies before your embark on your sales calls then please book on the ‘Enhancing Resilience in Business’ workshop.

What’s Happening?

To ensure this workshop meets your needs we will tailor the content based on your requirements. If you could provide feedback on the sales related topics you want to cover when you register this will help us design the workshop.

Part 1 – Overview of sales techniques and principles

Thursday 9 May

From this workshop you will learn:

– Basic sales principles
– Sales techniques
– Pre-sales preparation
– Customer meetings
– Getting Information to Qualify
– Sales Tips (how to deal with objections)
– Scriptwriting

Part 2 – Perfecting your techniques

Thursday 21st May

In part 2 we will perfect your conversations with your client. We will practice your scripts and receive feedback.

From this workshop you will have learnt:

– How to write and deliver a ‘sales’ script
– Taking on a new client
– Planning
– Meeting Preparation
– Meeting Objectives and Closing Actions

When?

Thursday 9 May 2019, 5.00 – 8.00pm

Tuesday, 21 May 2019, 5.00 – 8.00pm

Registration and tea.coffee and biscuits will be available from 5.00pm to start promptly at 5.30pm.

Where?

Leeds Trinity University, Brownberrie Lane, Horsforth, Leeds LS18 5HD. Please register in the Andrew Kean Learning Centre, this is the library to the right of the main reception area, the workshop will take place in LC1 42. Parking is free after 4.30pm.

Cost?

The workshop is free to eligible businesses – however, this is a popular event so please can we ask if you can’t attend to let us know in good time so we can tell people on the reserve list and to cater accordingly. Places are limited so please book early.

To register for a place:

Please register for a place if you are a business under three years old with a desire to grow and employ people. Ad:Venture is focussed on supporting new and high-growth businesses. If you are eligible you will be asked to complete a Company Record form before you attend. If you are eligible for the workshop we will contact you to confirm your attendance.

Facilitator

The workshop will be facilitated by Andy Brooks, he has a wealth of experience encompassing a broad range of business development, commercial, sales and technical roles. He has first-hand experience of starting and building businesses from scratch, and was CEO of his own company employing over 25 people for over 10 years. He has recently finished a direct sales role where he was responsible for his own sales targets as well as managing and mentoring a team of sales people. Over the years Andy has developed a range of processes and sales collateral to help develop sharper, smarter sales teams.

In challenging times, a truly competitive edge is the key to success, profitability and sustainable growth. Smaller companies are extremely well placed to respond and react. They are more agile and flexible than their bigger competitors. However, real benefit is gained from access to the very specific skills and insights they need to take advantage of opportunities and act decisively. Andy will help and support you through the sales process during this two-part workshop.

If you have any questions, or for any further information, please contact Louise Miller, Ad:Venture Project Manager at Leeds Trinity University.

Leeds Trinity University is proud to be part of Ad:Venture; a business support programme aimed at helping businesses in the Leeds City Region with real growth potential to achieve their ambitions. We are looking to support businesses that have ambitions to grow and create jobs. The project is supported by the 2014 to 2020 European Regional Development Fund Programme.

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